Exam 1 Flashcards
(45 cards)
Persuasion
A process with a directed goal to influence attitudes/behaviors, can be verbal or nonverbal, and people have free will
Coercion
Influencing someone to act against their preferences, threat veiled or overt, don’t have freedom
Propoganda
Control over mass media, covert and negative connotation, make people think how you want them to
Manipulation
Goals hidden with flattery and false promises
Transformation of Persuasion
Expansion via Media Outlets, speed, institutionalized
Functions of Persuasion
Reinforcing, shaping, and changing
Attitudes
Continuum of favorable to unfavorable evaluations of things that is learned, linked to behavior, and not always internally consistent
Values
Guiding principles of one’s self concept in life
Beliefs
Core components of attitudes, thoughts on the world
Descriptive beliefs
Perceptions/hunches
Prescriptive beliefs
Preferred end states
Terminal Values
End states we hope to achieve (abstract)
Instrumental Values
How we get to terminal values (everyday)
Social judgement theory
When people are given a persuasive message, they first evaluate it against their pre-existing attitudes
Attitude Accessibility
How quickly and automatically an attitude is activated
Who tends to have large latitudes of rejection?
Someone who has strong attitudes
Where in the continuum of evaluations is the sweet spot for persuasion?
Between neutral and acceptance
Beliefs tend to be more
Cognitive
Values tend to be more
Abstract
“All terriers should study abroad.” is what type of belief?
Prescriptibe
What is a subjective norm also known as?
Injunctive norm
What was the first social scientific study of persuasion?
Hovland & Yale study which studied films
In developed countries, which value tends to rank highly?
Clean
Of the three structures of attitudes, which approach is the worst?
Ideology
